November
1, 2011
Wirehouse and Independent B/D-based Advisors Provide Key to
DCIO Sales Success
Mid-tier Consultants Continue to Grow in Importance
November
1, 2011 -
With the institutional DC market out of reach for mutual
fund managers that lack the scale and ultra-low expenses
necessary to compete for institutional mandates, the
real focus of many DCIO sales efforts is the retail
(less than $50 million plan) market. And, in this
market, winning and losing is still very much determined
by how competitive a firm is in the wirehouses and
independent B/Ds. Today, more than $3 of every $5
flowing into asset manager coffers through their retail
DCIO effort comes from wirehouse and independent
B/D-based retirement advisors (those advisors who
generate a substantial chunk of revenue from DC plans)
and dabblers (advisors who manage a handful of DC
plans).
Read More
November
16, 2010
Asset Managers Increase DCIO Budgets & Sales staff as
Battle for $2 Trillion Market Heats Up
Asset managers are adding staff and increasing budgets
in an effort to capture share of the fast-growing
defined contribution investment-only (DCIO) market, as
the competition for DCIO assets is now hotter than ever
before. DCIO success is more difficult, however, because
of the continued shift of DC assets into proprietary
Target-Date products and increased competition from
managers of all sizes.
Read More
April
12, 2010
A
Leisurely Walk on the Beach or "When I am Unemployable?"
The leisure
retirement ideal traditionally promulgated by the
investment industry confuses many investors, who no
longer desire and/or believe it to be achievable.
Behavioral segmentation is the best way to understand
how investors view this issue, as well as building
trust, assessing advice value propositions, and
evaluating fees.
Read More
January
10, 2010
Sway Research Publishes 10 Principles of DCIO Success
Released to the general public for the first time,
Sway’s 10 Principles for DCIO Success covers a wide
range of areas, including sales strategy, staffing,
marketing, and product. Designed for asset management
sales and marketing executives, these 10 rules were
gleaned over years of researching and consulting with
DCIO sales leaders on sales, marketing, and product
strategy.
Read More
December
2, 2009
Market Downturn Accelerates Growth in Retirement Income
Market Size to $4.3Tr. up from $1.3 Tr. in 2006
More Retirees
Taking High Levels of Income From Reduced Portfolios,
Even as Young Investors Hardest Hit by Crash
Almost half of all financial assets held by households
age 65+ can now be considered in retirement income
"drawdown," mode
according to a new research report from Hearts & Wallets
- a partnership of Sway Research and Mast Hill
Consulting.
Read More
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October
27, 2009
DCIO
Now a Major Factor in the Success & Stability of Asset
Manager Sales
Now Generating
More Than One-Fifth of Firm-Wide Sales
Thanks to the steady contributions of 401(k) participants
and the shift to open architecture within DC plan
investment menus, DCIO has now become the backbone of
many firms' annual sales efforts, as the steady stream of
inflows brings a level of stability to firm-wide sales.
Read More
April
30, 2009
SEI
Thought Leadership Series Outlines Strategies,
Opportunities for Competing in Multi-Trillion Dollar
DCIO Market
According to a four-part research series from SEI and
Sway Research, with more than a trillion dollars of DCIO
assets up for grabs over the next five years, managers
with the strongest products, distribution strategies and
sales support will be the ones that capture assets and
maintain profit margins.
Read More
April
28, 2009
Industry Focus on Pre-Retirees Leaves Half of Younger
Boomer and Generation X Investors Unsure Where to Turn
to for Financial Advice
According to a new study from
Sway Research and Mast Hill Consulting, investors age
28-52 in the prime saving and asset accumulation phase
of life are more likely to consider themselves their
primary source of investment information and advice than
any other source, including financial professionals or
their employers.
Read More'
February
17, 2009
Asset Managers Experience Average DCIO Asset Drop of 23
Percent in 2008:
Business leaders must make due with smaller budgets in
2009
According to a new
Sway Research
survey of 17 asset management firms, DCIO AUM dropped by
an average of 23% in 2008. This has lead to significant
budget cuts for 2009,
thereby complicating
what was already shaping up to be a challenging year
for DCIO sales and marketing executives.
Read More
April
25, 2008
DCIO
Most Profitable Platform Market:
Market's
Fast Growth
Driving Demand for Experienced Sales Personnel
According to a new research study from
Sway Research LLC, the Defined Contribution
Investment-Only market offers dramatically higher profit
margins than markets, such as SMA, mutual fund wrap,
insurance platforms, bank trust, and college savings
plans.
Read More
October
28, 2008
Asset Managers Increase Spending on the DCIO Market by
28 Percent in 2008:
However, Market Turbulence is Likely to Constrict
2009 Budgets
According to a new study from
Sway Research LLC, asset managers will increase the
dollars being spent on DCIO sales and marketing efforts
by 28 percent in 2008. Much of the spending increases
are being directed at new sales force hires and
marketing programs to support retirement advisers.
Read More
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